Stressors, leadership substitutes, and relations with supervision among industrial salespeople

Article Abstract:

Situational stressors and substitutes for leadership and their relationship to stress with boss were examined in a study of salespeople employed by industrial distributors. The stressor, interunit conflict, and the substitutes for leadership, organization inflexibility, organization formalization, and spatial distance from supervisor were found to be significantly related to a salesperson's perception of stress with boss. Managerial implications and future research directions are also discussed. (Reprinted by permission of the publisher.)

Psychological aspects, Job stress, Selling, Supervisors

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Stressors, leadership substitutes, and relations with supervision among industrial salespeople

Article Abstract:

Situational stressors and substitutes for leadership and their relationship to stress with boss were examined in a study of salespeople employed by industrial distributors. The stressor, interunit conflict, and the substitutes for leadership, organization inflexibility, organization formulation, and spatial distance from supervisor were found to be significantly related to a salesperson's perception of stress with boss. Managerial implications and future research directions are also discussed. (Reprinted by permission of the publisher.)

Sales management, Supervision of employees, Employee supervision

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Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors

Article Abstract:

A study aims to examine individual, organizational, and industry variables as they relate to sales force obsolescence. The results suggest that obsolescence is a phenomenon for sales organizations to address, especially in a rapidly changing selling environment.

United States, Management dynamics, Analysis, Organizational change, Company business management, Job satisfaction

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